Advisor Development Show with Karl Hoover

In this episode, we’re thrilled to have Derrick Kinney, author of Good Money Revolution, on the show to talk about his huge career shift just a few years ago. As you’ll hear on the show, it all began by asking himself this: What can I do to be a better spouse, father, and business owner? From there, he realized being a financial advisor wasn’t high on the list and that’s where the Good Money brand began. Join us for an extremely insightful conversation that will leave you with a long list of takeaways to improve your business as well as your personal life. Derrick has a tremendous perspective on money and using it to do good, and we hope you enjoy this discussion as much as we did. Here’s some of what you’ll learn from this episode: Why he decided to give up his successful financial planning business for a new venture. (2:32) The creative way he found to differentiate himself from other advisors in his area? (5:43) One huge thing he learned about how to present his job and his business. (14:31) The three good money levers – what are they and how do we use them? (21:10) The 7-step Good Money framework and how it’s different from other financial strategies. (30:35) Derrick explains investing like a four-lane highway. (38:14) What you give is just as important as what your business is making. (42:52) Get the first five chapters of his book for free: https://goodmoneychapters.com/ ABOUT OUR GUEST: https://www.goodmoneyframework.com/ CONTACT US: https://advisordevelopmentshow.com/

Today we turn our attention back on financial planning and a product that many investors are curious about during a down market: fixed indexed annuities. To help us understand this investment better, we’ve invited Wesley Tanner, Vice President of Annuity for both Financial Independence Group and Team Hoover. Here’s some of what you’ll learn from this episode: How much has this landscape changed from 20 years ago? (5:28) How illustrated returns are presented and handled with professional clients. (14:00) How to de-risk a portfolio through annuities. (16:55) What are Wesley’s thoughts on pay for performance? (21:55) What Wes is looking for when he’s sorting through all the new investment options to make sure clients are getting the best? (22:47) What does he expect rates to do in the near future? (27:43) If you have annuity questions for Wesley, you can email him here: wesley.tanner@figmarketing.com ABOUT OUR GUEST: https://www.figmarketing.com/#!/ProductRD/Karl-Hoover CONTACT US: https://advisordevelopmentshow.com/

The small business world can be cutthroat and competitive, but that doesn’t mean we have to forego kindness and gratitude. Today’s guest, John Israel aka Mr. Thank You, has built his brand around the art of appreciation. He joins us today to share his philosophy and how he helps individuals and companies apply this concept to their business to build loyalty and increase revenue. Here’s some of what you’ll learn from this episode: How a single question from his wife made him change his entire outlook professionally. (2:36) The four steps to the gratitude project he first created, which later became the Mr. Thank You project. (6:39) How he gets the most out of client appreciation events. (16:26) The VAL framework and why it’s so important. (23:23) The art of appreciative leadership and how it helps us increase loyalty, connection, and profit. (32:49) Why the question, “How do you treat that for which you are grateful?” will change your life. (47:14) ABOUT OUR GUEST: https://mrthankyou.com/ CONTACT US: https://advisordevelopmentshow.com/

We’re excited today to welcome on someone that has tremendous insight into business growth and personal development. Dr. Gerry Herbinson, ChFC®, CFP®, CASL®, CLF® is an Executive Business Coach with the Carson group and one of the leaders in our industry. During his career, he’s developed a specialty in management, leadership and development by studying top performers across the country. He brought that experience to Carson and helped develop and write about half of the online courses during his first year on the job. Here’s some of what you’ll learn from this episode: How he went from being an advisor to sales and then into coaching. (2:28) Who is Carson Wealth and why are they different than other firms? (5:40) What’s behind the growth at Carson Coaching compared to the rest of the industry? (14:47) The secret to hiring success. (18:17) How does employee engagement play into return on investment for firms? (24:15) Developing an organizational chart by firm size. (30:53) His biggest life lesson is ‘don’t be afraid to grow.’ (42:11) To get in touch with Dr. Gerry Herbison, visit his website here. ABOUT OUR GUEST: https://www.carsongroup.com/insights/blog/team-members/gerry-herbison/ CONTACT US: https://advisordevelopmentshow.com/

No matter what profession you’re in, there’s never been a better time (or more important time) to independently build your own brand. Financial advisors might not see that as a priority to their business, but building a brand can increase credibility and awareness for the work you do. With this in mind, we’ve invited a marketing expert onto the show today to share brand strategies and identify the areas where advisors should focus. Jeremy Weber is the Director of Brand Strategy Services at the Brand Builders group, where he’s focused on building personal brands and his work has supported best-selling authors, celebrity influencers, and even a Shark Tank investor. Here’s some of what you’ll learn from this episode: How a public sector job early in his career led him into the entrepreneurial world. (4:44) What is Brand Builders all about? (13:48) The top mistakes that people make when trying to build a brand. (19:51) Getting to a deeper level by telling your story. (22:39) Explaining the three goals they have for branding. (27:47) What they do to assist financial advisors in building their brand. (35:55) The one life lesson he would share. (49:58) If you want to take advantage of a free brand strategy call, get in touch with the Brand Builder team here. ABOUT OUR GUEST: https://brandbuildersgroup.com/jeremy-weber-2/ CONTACT US: https://advisordevelopmentshow.com/

Customers are the lifeblood of any business and owners are always searching for ways to generate interest and build loyalty. Today’s guest has built her own brand around filling this need. Brittany Hodak is an award-winning entrepreneur, author, and customer experience speaker. Her work has appeared on some of the largest media platforms in the world and you might even have seen her on Shark Tank. Brittany is an expert at helping businesses turn their customers into loyal fans and she wrote about it in a brand new book called Creating Super Fans. If you’ve been looking for ways to connect with clients and prospects, this episode should give you a lot to think about. Here’s some of what you’ll learn from this episode: (4:43)(9:30)(13:35)(21:55)(25:49)(33:07)(37:13) ABOUT OUR GUEST: https://brittanyhodak.com/ GET MORE INFORMATION: https://advisordevelopmentshow.com/

We’re kicking off season four of the podcast with a guest we’re excited to spend some time with. Jamie Hopkins ESQ., MBA, CFP®, LLM, CLU®, CHFC®, RICP® is the Managing Partner of Wealth Solutions at Carson Group as well as a writer, researcher and educator, and over his career he’s become a media go-to expert on retirement income planning and tax law. Here’s some of what you’ll learn from this episode: (4:13)(9:36)(15:00)(19:07)(24:04)(27:13)(35:21)Find Your Freedom.(40:38). (45:44) ABOUT OUR GUEST: https://www.jamiehopkins.com/ https://www.carsongroup.com/framework/ https://www.amazon.com/Find-Your-Freedom-Financial-Planning/dp/0857199846 GET MORE INFORMATION: https://advisordevelopmentshow.com/

Over the past 20 years, David McKnight has helped put thousands of Americans on the road to a zero percent tax bracket and has received national recognition for his work. He mentors hundreds financial professionals across the country who specialize in the Power of Zero retirement approach, and if you’ve spent anytime in this industry, you’ve likely seen or heard him discuss this program he’s built. Today he joins the show to share his journey, explain his philosophy on taxes, and break down the trajectory our country is on in terms of tax rates. Here’s some of what you’ll learn from this episode: (3:32) ABOUT OUR GUEST: https://www.powerofzero.com/ MORE INFORMATION: https://advisordevelopmentshow.com/

You might know Marques Ogden as the football player who enjoyed a five-year NFL career, but he’s completely re-wired himself since leaving the league. Today, you’ll find Marques leaving his footprint all across the business world as an inspirational keynote speaker, podcast host, business coach and consultant, and best-selling author. We were able to catch up with him recently to pick his brain on some of the areas where he’s really excelled and hopefully glean a little wisdom along the way. Once you hear his journey and all of the lows he had to experience before reaching the highs, you’ll have a better appreciation for all he’s accomplished. Here are a few of the things you’ll learn on this show: (2:45)(10:09)(15:39)(23:39) Learn more about Marques Ogden and his current ventures: https://marquesogden.com/ Visit us online and connect here: http://advisordevelopmentshow.com

The Co-Chief Executive Office at Financial Independence Group joins us today to discuss his journey to a leadership role, how FIG gives advisors a competitive advantage and much more about the future of advising at FIG. Mike began his tenure at FIG in 2002 after graduating from UNC Chapel Hill. Starting in the trenches as an annuity consultant, he quickly developed a passion for helping advisors better serve their clients. With his team, Mike helps to drive the strategic vision that better equips our financial professionals to thrive in the financial industry. TIMESTAMPS: 3:05 – Favorite TV show as a kid? 7:03 – FIG is a family 8:37 – What makes FIG different? 9:54 – We are still small but successful 12:38 – What is the future of the FMO and IMO Field? 15:40 – Our growing tech team 17:31 – Better serving our clients 20:29 – The next 100 years 23:55 – A life lesson MORE INFORMATION: https://advisordevelopmentshow.com/

Today we’re taking a break from the financial services industry and turning our attention to leadership. There aren’t many places where you’ll find better examples of this than our military, where officers are some of the best leaders in the world. Let us introduce you to Navy Commander Charlie Hoover. From Navy flight instructor to commanding officer, Hoover’s incredible journey is one to be celebrated and recorded, which we will do on this episode. Find out what it was like to land a jet on an aircraft carrier, what it took to be awarded high honors in the Navy, his two favorite flight stories, and lessons in leadership. TIMESTAMPS: 1:41 – Welcome Charlie 2:51 – Favorite fishing story 4:21 – Journey to earning Navy wings 17:25 – Flight instructor in Penscola 19:34 – First solo flight on aircraft carrier 24:52 – Night landing 27:40 – Becoming a great leader 30:12 – Differences between props and jets 33:43 – Winning the Naval Battle “E” Award 37:55 – Two favorite flight stories 43:02 – Hoover shares a life lesson MORE INFORMATION: https://advisordevelopmentshow.com/

Today we welcome the founder and CEO of Crystal Clear Finances to the show to share her passion for financial planning and education. Crystal and her business have a very unique way of constructing portfolios by using life insurance and faith-based investing, and that separates her from other professionals. Plus, you’ll get to learn more about how Crystal utilizes the Circle of Wealth system. Along with planning, Crystal Clear Finances has a clear and successful marketing strategy that we’ll discuss as well. If you want to get a better idea of how to move prospects through the sales funnel, you’ll want to listen to what Crystal has to say on the show. TIMESTAMPS: 1:41 – Welcome in Crystal 2:09 – Favorite running race memory 5:09 – Her financial journey 9:17 – How she leverages public events 11:42 – Moving people through the sales funnel 15:31 – A new strategy they’re using 17:43 – How she views life insurance 22:00 – Proper mixture of assets 24:29 – Circle of Wealth system 29:43 – Her Instagram show 32:19 – What is Faith-Based Investing 37:11 – The partnership with Crystal Clear 41:37 – One life lesson ABOUT OUR GUEST: http://crystalclearfinances.com/crystal-langdon/ MORE INFORMATION: https://advisordevelopmentshow.com/

Winning a football game is a lot like winning in business, there are a lot of parallels between these two industries and we are going to explore those similarities today with our guest, sports legend and NFL Coach, Pete Hoener. Working for teams like the 49ers, Cardinals, Carolina Panthers, and more, Pete has worked with various football stars to improve their skills and resilience in the game. Overcoming obstacles is something both NFL professionals and business owners face. On today’s episode, Pete will break down his journey to the NFL, the lessons he’s learned working in this industry, leadership characteristics, and more. TIMESTAMPS: 2:54 – Who’s the most interesting player you’ve worked with? 5:38 - Overcoming obstacles 6:54 – What was your journey to the NFL like? 11:37 – Working with stars 12:49 – What characteristics do you look for? 18:01 – Example of leaders in the game 19:15 – How do you train to be the best? 22:23 – Continuing to get better and taking ownership 24:32 – Being accountable to your teammates 28:41 – What’s the day in the life of a coach like? 32:33 – Characteristics of a good team 36:13 – What was it like going to the Super Bowl? 39:27 - How did you develop a winning culture? 42:09 – Managing through losses and expectations 47:00 – What are your favorite NFL players of all time? 50:12 – What plays would you take back in your career? 52:25 – How are you taking accountability? MORE INFORMATION: https://advisordevelopmentshow.com/

The Director of Marketing at FIG’s marketing agency, All Points Media joins us on today’s episode to unpack marketing trends and strategies independent advisors need to be aware of when it comes to gaining leads. Tom is helping FIG advisors make the most out of their marketing plans and the money they put into those plans. His department is blended into three teams: corporate meetings and events, internal marketing, and advisor marketing. Marketing is here to make phones ring and they make sure an advisor's process is efficient and effective. Every financial business is different, Tom and his team believe in customization that matches those differences. Join us today as we further explore All Points Media, data-driven marketing, Elevate marketing platform, and more! More about All Points Media: https://www.figmarketing.com/#!/MarketingBranding TIMESTAMPS: 1:33 – Favorite TV show as a kid 2:22 – What is All Points Media? 3:46 – How does their process work? 5:58 – Our process versus competitors 9:09 – Data-driven best practices 11:31 – Custom marketing tracker 13:14 – Headspace and data 15:15 – Elevate marketing platform 18:13 – You need many funnels 20:15 – Enhancing a business 22:29 – Metrics of key performance 27:54 – Having one more appointment stick 30:18 – Marketing trends you should be aware of 34:00 – One life lesson from Tom MORE INFORMATION: https://advisordevelopmentshow.com/

On today’s episode, the Founder of Windows of Opportunity and the Logic Trac system joins us to discuss how he’s helping advisors increase their revenue and how they can change the lives of their clients in a positive and impactful way. Coach Bill started Windows of Opportunity to teach advisors about marketing, lead generation, and growing their business. His mission then expanded with Logic Trac, which helps individuals make logical decisions in the emotional field of investing and financial services. Engaging clients should be about using logic instead of fear or strong-arming. Join us today as we explore using facts and logic within your sales process to improve lead generation and business growth. Learn more about Logic Trac: https://www.logictrac.net/ TIMESTAMPS: 1:58 – Favorite food dish? 2:40 – Windows of Opportunity and Logic Trac 6:39 – Language in marketing materials 9:45 – Facts and logic in sales 13:53 – Checklist exercise 18:36 – Process is critical 21:54 – Our definition of critical 25:45 - Getting commitment at first appointment 32:00 – We are not losing people 35:14 – Coaching and strategic partnership 40:53 – How do you get involved? 44:22 – How to get in touch directly MORE INFORMATION: https://advisordevelopmentshow.com/

On today’s episode, we are joined by a pioneer at Lone Beacon who is revolutionizing their marketing platform with a turnkey digital solution. Mike has helped develop one of the leading independent advisor marketing tools in the industry. As financial professionals and advisors, we often want to attract the right type of clients. Lone Beacon is assisting advisors to expand their reach within their target markets. We’ll be discussing what Mike is seeing in the market, the value of first-party data, Lone Beacon’s relationship with FIG, and more on today’s show. Lone Beacon: https://www.lonebeacon.com/ TIMESTAMPS: 1:29 – Last show you binge-watched? 3:10 – Journey to lone beacon 4:28 – Working with lone beacon 5:45 – The efficiencies of direct mail 9:04 – Shared list and first-party data 10:51 – Challenges we are seeing 12:07 – Lone Beacon and FIG partnership 17:04 – Intelligence dashboard 21:48 – Everyone is moving to video 24:06 – Lead aggregation study 29:32 – The other 99% 33:31 – Getting to the next level 36:15 – Respectfully question everything MORE INFORMATION: https://advisordevelopmentshow.com/

Alphastar Capital Management is a FIG partner and registered investment advisor firm, that started nearly 10 years ago as they recognized the convergence of wealth management and insurance. Strategically they run portfolios, manage risk, and help advisors focus on what they’re great at - developing relationships with their clients. They are truly helping the next generation of advisors become integrated advisors. On today’s episode, Sean, the Chief Sales officer at Alphastar Capital Management joins us to discuss his journey to Alphastar, risk protection, structured notes, unique solutions for wealthy clients, and more. Alphastar Capital Management: https://www.alphastarcm.com/ TIMESTAMPS: 1:34 – Most common app you use? 1:59 – Special family traditions 2:45 – His journey to Alphastar 7:24 – What is Alphastar? 8:57 – What strategies do they use? 12:18 – How is Betashield different? 16:42 – 5 different portfolios 17:36 – Protecting your clients 18:32 – Structured notes 20:59 – Getting into an overpriced market 22:34 – Addressing taxes and real estate 28:20 – Providing better income solutions 30:00 – What makes Alphastar different? 33:34 – Being a partner with Alphastar 34:33 – Developing a strong mindset MORE INFORMATION: https://advisordevelopmentshow.com/

If you are just getting into the financial industry we highly recommend working with a coach or experienced professional like the people at Strong Family Financial. The market has been rapidly changing over the past few years and it’s not an easy business professionally or personally, having a guiding hand can mean the difference between success and failure. On today’s episode, we welcome the Vice President of Strong Family Financial, Allie. Strong Family has had explosive growth over the past few years in recruiting and production. Allie is going to share his experience, advice, and best practices that he has learned throughout this growth. Strong Lyfe Podcast: https://www.youtube.com/c/StrongLYFE Strong Family Financial: https://www.strongfamilyfinancial.com/ Contact: Asaleh@stronglyfe.com TIMESTAMPS: 2:30 – Allie’s favorite dinner dish 4:38 – Favorite sports team of all time 5:57 – Background and journey 8:22 – Growth and struggles during covid 10:09 – Strong Family background 15:41 – Strong Lyfe podcast 16:37 – The culture Strong Lyfe creates 20:28 – What kind of training is involved? 24:39 – Importance of your attitude 30:23 – Implementing YouTube and Tiktok 32:30 – YouTube #2 search engine 33:29 – Being educated and teaching 35:00 – Live every day being grateful 36:43 – Being grateful and being humble MORE INFORMATION: https://advisordevelopmentshow.com/

How do we better serve our high net-worth clientele? On today’s show Jeremy, a FIG strategist, joins us to discuss advanced planning, working with high net-worth clientele, the sale of large assets, and much more. Advanced planning or wealth management builds off of an advisor’s basic duties by combining higher-level planning strategies for clientele with more complicated assets. So, what is the best way to provide these services? Jeremy has over two decades of experience in estate and business planning. He is helping advisors integrate key aspects of advanced planning into their businesses. For example, if one of your clients is selling their business, this is a huge event in their life and you want to be adequately prepared. When it comes to these clients, planning is much more complicated so bringing in an expert will certainly help. TIMESTAMPS: 1:32 – Jeremey’s favorite football team 2:23 – Journey in the financial industry 2:59 – His different designations 6:27 – Part of a three-judge program 7:57 – Experience in advanced planning 9:41 – What is a CRUT? 10:52 – What is an advanced planning strategy? 12:19 – How does he work with FIG? 14:08 – Letting advisors have control 16:17 – Working with high-level cases 19:47 – Legal changes and life insurance 21:25 – Jeremy’s thoughts on 7702 22:54 – Similarities in cases 25:45 - The importance of listening MORE INFORMATION: https://advisordevelopmentshow.com/

If you are a business owner relying on marketing to drive leads and revenue, using data as part of your marketing strategy is a must. Our guest on today’s show is the business development manager with Leading Response. Mike is helping financial experts plan and execute successful marketing strategies through empirical response data. As a partner with FIG, Leading Response focuses both on digital and mail marketing, thinking outside the box to help advisors grow their lead generation. To them each business is a unique scenario with its own goals and values, their marketing material should reflect that. We’ll discuss data marketing, topics for seminars, direct mail, and more. TIMESTAMPS: 1:30 – Favorite football team 2:11 – Leading Response 3:07 – Journey to Leading Response 4:46 – Why do they stand out? 5:50 – How they use data 10:19 – Marketing report 11:50 – Market saturation 14:54 – Pandemic changing direct mail 17:02 – Topics for dinner seminars 19:50 – Best practices for direct mail 24:10 – Topics to stay away from 26:40 – How to market events 28:58 – Leading Response partnership with FIG 30:14 – Removing your ego ABOUT OUR GUEST: https://leadingresponse.com/ MORE INFORMATION: https://advisordevelopmentshow.com/